Last Friday I wrote a post after reading several tweets from a well-known, but “older” sales expert.
I took issue with the advice this person dispensed because it was old, tired and definitely outdated in today’s business world.
But…it got me thinking…
How many people get their advice from so-called experts who suggest using outdated tactics?
A good friend of mine does a lot of work in the automotive sector (car dealerships) and he recently attended a conference where the keynote speaker suggested using tactics such as the tie-down question, the “If I could do this, would you…?” approach and several other tactics that went the way of the dodo bird in the 1990s.
My friend said he was particularly concerned how many people in attendance listened eagerly to every word this speaker said especially when he knows from first-hand experience that the more successful car sales people no longer rely on these strategies.
In fact, a long-time reader of my newsletter sells cars and he continues to increase his sales and a full 25 percent of his sales are generated from referrals. You don’t get referral business like this when you use outdated and manipulative sales tactics.
So, back to my original question…
Can we really trust sales experts?
It depends.
Are these experts evolving and addressing the challenges that sales people face in today’s new business climate?
Are their ideas new and current? Or do they continue to draw from the same bag of tricks that they have relied on for the last 20 years?
There are many sales experts and gurus who have kept up with the times and who issue advice and ideas that are still relevant and current. However, there are many more who are trapped in the 20th century.
Just be careful who you take your advice from.
Could your team benefit from relevant sales ideas and strategies? Contact me and we can discuss the best approach to take. kelley@fearless-selling or 905-633-7750.
In today’s fast-paced, hectic business world, more and more decision makers are prone to making that statement. And that makes it more difficult for people like you to connect with them.
Here’s how you can manage this objection.
First, it’s important to recognize that virtually every C-level executive you contact will have these words on their mind although the only ones likely to express their actual thoughts are the hard-driving, type-A personalities.
The average senior executive has more than 50 hours of uncompleted work on their desk at any given time so it’s no wonder they are quick to tell you that they don’t have time. The last thing they want is another project piled on their already overflowing plate.
One of my client recently told me, “I never, ever pick up the telephone or return a call from a sales person because I don’t have time to listen to a pitch for something I don’t need or want. Plus, I can’t possibly take on another project.”
Ultimately, this means you need to capture their attention—FAST!
Opening a call with something like, “Mrs. Smith, it’s Stan Prospector from HR Capital Inc. calling and I’d like to schedule a 60 minutes meeting to discuss the possible human resources challenges you’re facing…” is NOT going to work.
I mean seriously…would you meet with someone if they started a telephone conversation with something like that?
The key is to say something that addresses a potential business problem they may be encountering or to shed new light on an industry trend. People who occupy the C-suite want insight into new information, trends, or solutions.
Several of my clients want to know what I’m seeing in the marketplace every time we meet. They are hungry for new information. They want to know what their competitors are doing. They want ideas that will help them improve their business.
If you can achieve this in 30 seconds or less, you are less likely to hear, “I don’t have time” and more likely to move the sales conversation forward.
BTW: This applies to email correspondence, telephone calls, voice mail messages, snail mail, and face-to-face encounters.
Could your team use some help with this concept? Please give me a call and we can discuss the best approach to take. 905-633-7750 or email.
These tweets were posted yesterday by a widely-respected sales speaker and author:
“I don’t want to deal with a professional person, I want to deal with a friendly person.”
“Your ability to laugh at yourself, at the world, and with your customers, is a top strategy for creating differentiation.”
“Differentiation happens when you’re perceived as genuinely interested in other people.”
With all due respect to this noted expert, I don’t believe these old-school sales strategies are as relevant in today’s business as they were 5-10 years ago.
Nor, do I believe that applying them is going to make a significant difference in your results.
Here’s why…
Do busy decision makers really want to talk to a “friendly” sales person?
Or would they rather discuss problems and challenges with a sales professional who is prepared, focused and who gets to the point?
You can be professional AND friendly at the same time but a sales rep who demonstrates respect for her prospect is going to outperform a rep who is just friendly. Assuming of course, they both have comparable solutions to the prospect’s problem.
Is laughing at yourself and with your customers really a top strategy for creating differentiation?
Is showing interest in their situation enough to stand out from the crowd and demonstrate that your offering is better than a competitor’s?
Although these might work in creating a relationship, most decision makers don’t want more relationships with sales people…
They want to work with sales people who can speak intelligently about current business issues and demonstrate expertise in solving those issues.
THAT creates differentiation!
These sales tactics worked in the 1990s and in the early 2000s. But times have changed and sales people need to evolve, too. If you rely on old school tactics, you’re going to lose the sale to someone who is more in tune with the times.
I’m a big fan of the television show, Fear Factor and am pleased that it’s back on the air after a 5+ year hiatus.
If you have never watched the show, four pairs of contestants compete for $50K by completing three sets of stunts with water, heights, speed and eating being the main themes. The eating test would always be my downfall because it usually consists of eating something exotic (aka gross) like scorpions, worms, etc.
I think that’s what makes the show such a hit.
Viewers can watch people do crazy stunts that they would be terrified to attempt.
Sales people deal with the fear factor, too. Here are a few of the fears, concerns and hesitations people mention in my sales training programs.
The most frequently stated fear is making cold calls. Whether it’s a telephone call or a face-to-face drop-by, this ranks at the top. Part of reason is that they don’t know exactly what to say or they are afraid of being perceived as a pest or intrusion.
Some sales people are afraid to ask for the sale usually because they are concerned about the potential rejection. Although I don’t like rejection, I would rather a prospect be upfront with me and tell me no rather than simply ignore my calls or emails.
Some sales reps are fearful to ask tough probing questions while others experience anxiety when the dialogue veers away from a product-specific conversation.
There are sales people who won’t ask for referrals because they believe that their customers will think that they’re begging for business or that they’re desperate for a sale.
Susan Jeffers once penned, “Feel the fear and do it anyway.”
While it is easy to say, fear in sales can be challenging to overcome. Some people say to just jump in and do the task while others suggest that you recite affirmations to build your confidence.
What suggestions do you have to overcome the fear factor in sales?
Several months ago I wrote a post that highlighted a young lady (Megan) who worked at a tanning salon. She increased the size and scope of a sale simply by recognizing an opportunity and asking for the sale.
Well, I was at that salon yesterday and Megan was working. When she retrieved my file she asked, “How are you enjoying that tanning cream?”
When I replied favorably she said, “How much do you have left? We have a Christmas special on right now so now would be a good time to get another tube.”
After checking how much I had left, I couldn’t help but smile as I said, “I’m good right now.”
She gets it!
In today’s business climate it is essential that you look for every opportunity to increase your sales.
Are there products that your existing customers might not be aware of?
Are there opportunities to follow up and make an additional sale?
Do you consistently look for ways to expand the size and scope of every sale?
The interesting thing about Megan is that she’s the only person I have encountered in that tanning salon who proactively makes suggestions. I know she doesn’t get a sale every time but she doesn’t allow that fact to prevent her from making suggestions and asking for the sale.
I would love to see her sales results compared to her coworkers.
Could your team use some help in this area? Send me a note and we can discuss the best solution (or give me call 905-633-7750).
